Strategies for Organizational Change – Creating Shared VisionWritten by Judith Richardson
The cascade (i.e., triangle with senior managers, middle managers, staff) strategy can work; I have successfully used it. In fact, until about 5-8 years ago, I would have said it was best-known way to achieve change across an organization. What has happened in past 5-8 years is an understanding of new ways of changing organizations that are faster, cheaper, and have a greater chance of success. These approaches are based upon high participation.
If cascade is characterized by triangle, a circle characterizes high participation. The visual image is useful because it speaks to "the catch" in high participation change. The circle has no point where everything comes together. It starts with and builds a very different set of beliefs about power and control in organizations.
An example: in triangle model, vision is primary responsibility of senior management. They articulate vision and share it with rest of organization, who look for how they fit in. In circle model, senior management creates an environment that invites rest of organization into work of creating shared vision. It is created with benefit of many diverse perspectives and experiences, incorporating insights and ideas that are not usually visible to senior managers. As a result, people see themselves in vision sooner and begin to integrate it into their work immediately. This difference means change happens faster, is cheaper to do and is less risky in terms of achieving desired results.
Six Tips for Effective ListeningWritten by Judith Richardson
When you interact with clients, they should be doing 70% of talking, which means you're doing 70% of listening. Listening is crucial for effective relationship building -it's only way you'll learn what your prospect or client REALLY needs. Follow these tips for effective listening:
Prepare in advance: Focus on client, customer, buyer, and give him or her best listening-to they've ever had.
Take notes: Taking notes shows your interest in client, customer or buyer's message, helps you stay in control of call, and provides valuable data to review later or share with your team.